The Pavilion Podcast
The Pavilion Podcast

Episode · 2 months ago

Ep 133: The Power of Silence w/ Kavita Herbert

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Ep 133: The Power of Silence w/ Kavita Herbert

Part of the "Is This A Good Time?" series hosted by Brandon Barton. 

Hello everyone and welcome back to thePavilion podcast. I'm your host, Brandon martin and you are listening tois this a good time? The show where I put Pavilion members on the hot 15minutes, we hear their incredible stories, shows her out Tuesdays andThursdays hit. Subscribe to the good stuff. Our guest today is KavitaHerbert. She is the founder of K Factor Advisory, assassin advisory and a packexcited to have her on the show and we talk about the power of silence whenyou're doing some sales stuff. This episode was brought to you by insideSquare advanced revenue analytics and forecasting for today's B two Borganizations. Your revenue team wakes up every day with questions InsideSquare it gives you the data driven answers in real time. Get 350 out ofthe box reports and dashboards. Self service. No coat. All right, let's dothis episode 60. Is this a good time? All right, everyone. I'm welcomingKavita Herbert to the Pavilion podcast. Today Canada's kind enough to be 12hours ahead or behind somewhere in...

Australia, the Greater Sydney area. Sheis currently the founder and the Managing director of K Factor Advisoryand advisory firm that she started. Can't wait to dig into her careerbecause it's so interesting. Kavita, thank you so much for being here. Thankyou for having me on the show. And yeah, I appreciate you inviting me.Absolutely. Well look, let's dive right in your linked in both. A bunch ofamazing companies that you have worked for in your career. Obviously allleading up to starting your own advisory firm. So let's back up, tellme about some of those pivotal jobs on the resume and and you know some ofthose stops and then how you came about to start your own advisory firm. Okaygreat. So how did I get here? Maybe it's best to start right from the verybeginning. So a bit about me, I'm an army brat second generation, sotraveled a lot growing up. I've lived in 15 very different cities. Were youvery difficult? Please change nine...

...schools. So change comes I would sayeasily but experience a lot of change growing up with indian parents man. Iwas only ever offered to career choices, doctor or an engineer. I know super Cshape, super cliches but the story and I don't do well with blood. I come veryclose to passing out every time I go for a blood test. So it came as nosurprise to my parents that I chose to become an engineer and I enjoyed it butsomething was missing. So I did my M. B. A. Then of course it's all chemicalengineers with an MBA in marketing do I fell into wait for sales. Um but Isometimes feel sales chose me in a way. But that's a story for another time.But yeah I've been very fortunate to be trained by some of the very bestleaders in my early years and really just step into sas at its infancy andwork in the early stage growth...

...companies like linked in dropbox Ubereats and most recently template fi so I feel very blessed to have been giventhose opportunities. How did the transition happen out of, let's say,right, like chemical engineering to, I mean, so I know that you had worked forrecruitment company Michael page, I, I know them actually, we use them andbite great, great company, we use them to do some recruiting for us in Toronto.So was that really kind of your first sales because talent recruitment andsales kind of overlap. Right? Yeah, absolutely. So, um, it's funny storyhow I fell into working in recruitment. So straight out of uni, I was actuallyinterviewing at Michael page for a marketing role and uh, the recruiter onthe other end to very impressive lady just turned around and said, do youwant to come work for us? And yeah, you know when you're straight up, you know,you look around, you're like nice officers, floor to ceiling windows, yep.Yeah, where do I sign? So it's one of...

...those funny stories where I just fellinto improvement. I had no idea how sailors focused. It was, but it was agreat, great foundational training, great foundation training for me. Well,clearly was because then you spent 44, almost five years that linked in andtwo, almost three years. It looks like a dropbox and and two years at Ubereats. So man, uh, these are killer companies. Any uh any interesting kindof like transition stories there? I I of course love that you got involved infood tech, uh my passion. Honestly, I blame it on the coffee and the coffee,the huge coffee culture we have in Australia because I was actually justcatching up for a coffee with a client of mine at Hudson and he just moved toLincoln. And Lincoln was very, it was very early day, so not very many peopleknew about Lincoln and you know, I was catching up and was like, oh, this newcompany, where have you gone to? And...

...yeah, one thing led to another andhalfway through our chat, he turned around and said cab, do you want tocome work for us? And I was like, yeah, sure. And he's like, no, you can't saysure, you've got to be excited about Lincoln. You know, I was like, okay,sure. Yeah, I'm excited about linkedin. But it's funny because I went back andI did my research and especially coming from recruitment when I saw whatLincoln was trying to do, attempting to do back in the day. I knew straightaway it's going to be a game changer and um yeah, so you know right placeright time and and just give a few words on your, your current role here,uh your your current company that you've created. What are you advisingcompanies on? Yes, so K Factor advisory is really a SAS sales consultancy. I'veset up designed for size professionals where so we should actually deliveredby such professionals. And one of the...

...big reasons I decided to start up myown gig was I saw this glaring gap in the market, so spent over a decade inSAS and um baffled that, you know, so many years later there was nospecialized support delivered by SAS veterans available when my team neededit. So, you know, we've we've needed specialist to come in and designplaybooks for us and boost team performance over the year as a cubatemple. If I a drop box and all the advice we got from these externalconsultants always felt very generic and without any true domain expertise.So yeah, just decided gonna take it up is my mission to change that And trulythe idea behind K Factor. So we're doing everything from helping companiesexpand internationally into a pack, to improving day to day operations, salesperformance strategy, the whole remit. And it sounds like you're trying to digin a little deeper than the traditional...

...couple day. Let me look at what you do,Let me give you my templates and go, it sounds like you're getting a little bitdeeper with the company. Exactly, right. I mean, I do want to customize everyoffering to what my customers would require, but I want to move away fromthat one day to day. This is the course, This is a template move on, but make itmore of an ongoing relationship that I have more of a partnership with thesesize businesses because that's where I feel I can truly deliver value. Love it.Love it. Well, look, obviously you've had an amazing career here. Would loveto hear either a story of success or luck that is kind of helped propel youto this point where you now own your own business. Gosh! Luck! Like I said,there's an element of fried place, right time with everything. I alwaysthink whenever anyone talks about like I think about that poem by robert Frost,you know, the road not taken, not sure if you sure, but it's really talksabout always being two ways to do something an easy way and a hard way.And um, I genuinely feel the hardaway...

...is what leads to success and thatappears as look to everyone else. So, you know, it's, it's like the storyabout, you know, straight out of uni when I got offered the role at Michaelpage, funny story is I actually got offered a role in marketing so it wouldhave been right up my alley at a financial services from would have beena perfect fit and Michael page is paying me substantially lower, butthere was something about the, the leader of that organization thatinspired me to join them and now I feel I was super lucky to have been giventhat opportunity because like I said, exposed me to so many futureopportunities enrolled and really set the path for my career in sales. Somaybe that was the right place, right time. That's right, That's right. We'lllook with all these different roles. I'm sure you have a ton of advice togive out, give us one little nugget of advice that people can kind of takefrom you and potentially put into their...

...daily practices and any, any kind oftactic that you have. I'll tell you my one big piece of advice, anyone who'sworked with me will tell you this is power of silence. So especially insales, we love to talk, we love to hold the spotlight, talk about our offeringsand I feel like sometimes we feel this need to feel the awkward gaps,especially during negotiations and if experience has taught me anything, it'syou develop an advantage if you can get the other person to speak more andespecially negotiating scenarios, I always say, always tell my team, say apiece and then be comfortable with the silence that may follow. It's usuallyjust your customer processing their thoughts and it's okay to have thatsilence because the moment they break that you're winning. You know which wayto go, stop talking it. Look here,...

...here's me, I'm like a podcast host. SoI have to talk now. It's actually it works here too because I love justletting people die bring through a story and and that's when I get to likethe most interesting stuff that they have to say. But it is a hard thing todo for people in our discipline, let's just say to say to sit there and sayquiet. So I love that as a reminder. I'm sure people have heard that before,but like it's a real good one. Incredible. So, so you know, I don'tknow if you are expanding your team yet or even some of the clients that you'reworking for, any key roles, whether for them or for you that you're looking torecruit for. Yeah, absolutely. So even though it's early days I'm alreadyputting together a job description for my next higher, so I'm looking to hiresales manager very soon, ideally looking for someone with SAS salesbackground or consulting, but experience to me is always lessimportant. I look for personality traits really what I'm looking for.Someone who is willing to push...

...themselves outside of their comfortzone and really willing to grow and learn with me awesome. Amazing. And anyshoutouts either up in commerce that you've worked with in the past oryou're like, man, that person is a rock star or even just thought leaders thatyou follow, whether it's linked in or on any of the social media. Yeah, wellI'm a huge fan of Simon Sinek, I recommend all his content. I think whenI first watched his ted talk leading with the why it changed my life, Igenuinely feel it was that you know, turning point in my career thattransformed what I was doing. So everything Simon Sinek, you know,highly recommend recently came across chris walker as well, Arlington, he'sthe, I've had chris on the podcast, that's great, he's sitting right in theseat you're in, so that's awesome. And yeah, I heard of him recently andstarted uh Following him and been very impressed with some of his posts andthere's one that recently really...

...resonated with me and it was about theimportance of having subject matter expertise because you know as companieswe're not competing with each other anymore, we're competing witheverything else. Like olympic sports, every brand under the sun, you knowlike music and that just changes, changes the game and I love that itfelt so true and so relevant, irrespective which industry yourwritten and made me rethink some of my strategies as well. So yeah, I lovethat. Yeah, I mean chris chris is amazing. I had him on the pot and thenalso like you have kind of drove a little bit deeper into his content.It's just great, it's just, it's funny because I always feel like it's likeoff the cuff for him, it's like he has all these things like like the same waythat I can talk about the new york city restaurant scene, he can talk about,you know marketing, you know sas marketing, sassy lead generation so itjust seems very very natural cool and last but not least you know I askedthis to everybody and I'm sure you're...

...going to have a good suggestion for us.Doesn't have to be in Sydney could be anywhere but I would love arecommendation of where we can eat now that the world's opened up. Oh I wish Icould go to a restaurant these days but we're actually locked down in Sydneyyour back and locked right well hopefully by september when this airswere you play out. Yeah but honestly I I love a good home cooked meal I thinkworking at Uber eats we ate out so much or we had so much food deliveredbecause my husband and I both worked at Uber it's around at the same time so wehave a lot of credit, a lot of food delivered. I think it really shifted usback to the home cooked meals so these days I I just love eating at home andyeah my husband's an amazing cook. I am terrible random fact we accidentallygot onto a reality tv show and I say I got a horrible cook that made itbecause of him. But yeah look if you...

...have a visit Sydney you have a standinginvite to a home cooked meal by him. There we go, this is this is what Iwant and what type of food is his specialty Let's say he never makes thesame thing twice. So you never know what you're gonna get when he's cookingfor you. But that's kind of what I love because it's it's always somethingdifferent. It's a fusion of different flavors and foods and I don't think heknows what he's making when he enters the kitchen and just comes out withAmazing. I love it. That's kind of the way I cook too. I love that. We'll lookto everybody listening. If you're if you're thinking about your eventualexpansion into a pack, I imagine Canada would would would love a phone call.This is exactly what she's done for her career and and now is venturing off oninto her own business. I imagine this is exactly the type of people that shewants to talk to. So give her a ring even just some advice. I mean, this iswhat the pavilions all about. So awesome to have you on the show. Thankyou for staying up late and really...

...looking forward to keeping in touch youto enjoy your day. Brandon. I all right, that is our show. Thank you so much forlistening. If you love the show, please write a review in the Apple podcast orSpotify up. Send it to friends. Make sure to hit the subscribe button meansa lot to us. A reminder. This episode was brought to you by Inside Square,Say goodbye to spreadsheet, forecasting and hello to Crm data. You can trustInside Square delivers predictive deal scoring, unmatched visibility andinspection and advanced goal management for your entire team. Everything youneed to take back control of the revenue process. I had so much fun.Hope you did too. Now no question numbers. Say something. Mhm.

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